One important aspect of negotiating is to understand your and your counterpart’s preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of course, these categories describe general tendencies which can change depending on the context and the self-awareness of the individual. Which is your preferred style? To get you to think about it, here are my Top Ten Characteristics of Competitors:
2. Enjoy debating substantive issues
3. Not great listeners, due at times to significant egos
4. Direct, sometimes adversarial tone, words and body language
5. Relatively impatient and aggressive in their offers and concessions
6. Enjoy openly controlling and framing issues
7. Strong desire to win and not lose
8. Enthusiastic attitude toward negotiations
9. Style can appear stubborn, arrogant and/or untrustworthy
10. Often at ease with risk and pressurized environments
Competitors are also comfortable using relatively risky leverage tactics like walkouts, threats, ultimatums, bluffing and other ways to focus the parties on leverage and other power elements in a negotiation. Examples of negotiators with a competitive reputation include Donald Trump and White House Chief of Staff Rahm Emanuel.
I read the book and in my opinion after 30 plus years of practicing family law And involved in many negotiations I sure find the book very informative and wish I had read it years ago.
The seminars I attended on Mr Latz lectures was extremely valuable.
Thank you for sharing your feedback T Wayne Harris. I greatly appreciate it.
This book should be a best seller.
A valuable, well-researched, incisive study of one of the most famous negotiators in modern times. I particularly appreciated the non-partisan approach Marty took, and the careful, expert eye he brought to often quite complex deals. The story he presents is rich and surprising, revealing Trump’s strengths and weaknesses in compelling ways. As a student of negotiation, I learned a lot from Marty’s unique work, and praise him highly for this welcome contribution to the field and the public’s understanding.